Three Steps to a Full Appointment Calendar

Anytime, Anywhere

Created by Bob Richards for SeniorLeads

Sponsored by SeniorLeads

• Has been matching prospects with agents and advisors since 2003

• Over 1 million prospect matches for 12,000 producers

• Share with you today what we’ve learned

Agenda

• Three Rules of Prospecting for Quality ProspectsWorks for any product or service

• How to Implement the Three Rules

• How to Automate the Process (and also save money)

Agenda

• First, let’s look at the 3 steps, the concepts

• Next, let’s see how to implement them

Rule #1

You must never talk to a prospect unless they are seeking asolution, have expressed interest

Stop Talking to People Who Have Not Expressed Interest

• The days of intrusion marketing are over—– cold calls—(stopped by the

do not call rule) – unsolicited email (spam

filters and spam laws) – unsolicited mail (people

just trash it unopened)

Seth Godin “Permission Marketing” 1999 (Yahoo)

How to Find the Interested Prospects• To be successful, offer

an “info document” so that the interested people find you and you stop intruding or convincing the wrongpeople why they should be interested

“Free info-documents that address your target market are effective marketing tools when they offer quick, concise solutions to common problems, challenges and concerns.”“Get Slightly Famous” by Steve Van Yoder

Rule #2

Make the Prospect

Jump a Hurdle to

Prove their Interest and

Motivation

Rule #3

Get the Prospect to

Trust you BEFORE you

ever Meet Them

A recent study of credit union members indicated that trust was the number one reason for selecting and using an investment provider (also true of insurance agent) Research Results: CUSO Financial Services

Summary – Three Rules forWinning Interested New Clients

1. Have interested prospects find you

2. Make Prospects Jump a Hurdle

3. Gain Trust and Credibility Before you Meet

Implementation—Rule 1

1. Have interested prospects find you

Easiest way is to capture the people looking on Google/Facebook/Yahoo/Bing. They are interested.

Why use the Internet?

Why the Internet is the Perfect Prospecting Tool

“For help with a variety of common problems, more people turn to the internet than consult experts or family members to provide information and resources…. Focus on mature investors because they are more likely than their offline peers to be married, highly educated, and enjoying relatively high retirement incomes.” Pew Internet and American Life Project

Implementation—Rule 1

Google Pay Per Click Ads

1. Design the ad

2. Adjust Bids—you pay each time someone clicks

3. On a “hot” keyword, the cost per click can be $10+ to be on page 1

Implementation—Rule 2

Make Prospects Jump a Hurdle

1. Design the opt-in form—wording and graphics

2. Test many different designs and word choices

3. Track your conversion rate for each ad design and select best

Why the Internet is the Perfect Prospecting Tool

• The prospect must disclose their personal information

• Who will fill out this form?

Forrester Research conducted a survey of 100,000 Internet users and found that 67 percent were very or extremely concerned about online privacy.

Implementation—Rule 3

1. You write a nice informational booklet (your info document) and you send this to the prospect

2. Most importantly, you print your photo and name and credentials on the front

3. Inside, you also provide your background and contact information.

Gain Trust and Credibility Before you Meet

Send the booklet and make a favorable impression before you call

Your call is warm andhas a higher chance to close appointment

Implementation—Rule 3

Gain Trust and Credibility Before you Meet

Implementation

• Does this all sound great but TOO MUCH work?

• Would you rather that we do the work, at a lower cost than you can do it and you only pay when we have a prospect for you that has been filtered with rules 1 and 2?

P.S. If you want to do this on your own, email bobrichards@seniorleads.com with questions

We Attract Prospectswith Internet Ads

Annuities Income Social Security Investing

Tax Reduction LTC

RetirementPlanning

IRA Rollover Life Insurance

Build Credibility BEFORE You Meet

• You mail the 15-page booklet (we provide) personalized with your photo, your name, your credentials and even 2 pages inside with your biography and information about your services and your contact information

• When the prospect receives, he sees you’re the credible professional in his area

Have We Fulfilled the Three Rules for Prospecting?

1. Have interested prospects find you

2. Make Prospects Jump a Hurdle

3. Gain trust and credibility before you meet

But There’s More

• We teach you what to say when you call—scientifically proven methods to get you more appointments

• Video training

• 25 page comprehensive guide—”How to Convert Your Call to an Appointment”

Investment

• $179 to enroll—gives you exclusiveprospect matches in your area (you select zip code and radius)

• $22 each time we match you with a prospect that meets your criteria

• Would you like to have us work for you and provide exclusive prospects for you in your area ??? Let’s take a look.

Questions

• Type into question box at right

• Call us at 888-893-2993

• Register by Midnight, use code 14239

• Copy of “How to Be a Million Dollar Producer” (45 page ebook)

• Three Months of Client Newsletter ($79/month)